Mastering the Art of Sales Calls: A Personal Journey

Have you ever wondered what goes through the mind of a seasoned salesperson before they make a call? What are the secrets that make them so successful? What mantras do they repeat to ensure they get the outcome they need almost every time?

In this post, I’ll share the three key principles that have transformed my approach to sales calls—and to public speaking, too. Whether I’m coaching one-on-one, closing a high-value deal, or presenting to a crowd of 3,000 people, these fundamentals have kept me grounded, confident, and consistent. Let's dive in.

1. You Are the Expert Here

The first principle is simple yet powerful: remind yourself that you are the expert.

The person you're speaking to likely knows very little—if anything—about your area of expertise. And that gives you a natural advantage. Start the call with that understanding and you'll feel more confident, focused, and in control.

Own Your Expertise

I use this same mindset when I step on stage at events like Linkedify in Oslo. Even surrounded by well-known experts like Richard van der Blom, I reminded myself that I was there to speak about conversion on LinkedIn. That’s my domain—and I’m there to own it.

When you own your expertise, your confidence becomes magnetic. Your prospect feels it. They trust it. And most importantly, they start to trust you.

Overcoming Fear

When you walk into a sales conversation remembering that you’re the authority, it wipes away the nerves. Fear of rejection, fear of not being good enough, fear of judgment—they all lose their grip.

So next time you're preparing for a sales call or presentation, say it out loud: “I am the expert here.”

2. You Don't Need This

The second principle is rooted in mindset: remind yourself that you don’t need this deal.

Unless you literally cannot pay your bills, then in this moment, you technically have enough. So breathe. Because detaching yourself from the outcome puts you in a position of strength.

Position of Power

When you stop needing every deal to work, you gain freedom. You can walk away if the prospect tries to push boundaries, play games, or hint at being a nightmare client.

This isn’t arrogance—it’s discernment. You don’t need to close every call. In fact, the better you get at spotting red flags and opting out, the better your client base becomes.

Freedom from Pressure

Operating from this place of “I don’t need this” removes pressure from the interaction. You're not desperate. You're discerning.

And when you're not consumed by pressure, your energy is calmer, clearer, and more magnetic. Ironically, this often makes people want to work with you even more.

So when the pressure starts creeping in, remind yourself: “I don’t need this. I’m here to help, not to beg.”

3. Go Big

The third and final principle: Go big.

Bring big energy. Speak with big ambition. Paint a big vision of what’s possible for your prospect. The energy you bring into a call directly affects the energy the prospect brings back.

Positive Energy

Great energy uplifts the entire conversation. It turns your benefits into something the buyer can feel. It boosts momentum and increases the likelihood that they say “yes.”

When someone feels good, they’re more likely to buy—and they’re more likely to buy bigger. If they’re going to trust someone, it will be the one who made them feel excited about what’s possible.

Big Ambition

Go big in what you promise. Be bold in your vision for what the client can achieve. Of course, don’t overpromise—but don’t play small either.

You’re not just selling a product or service. You’re helping someone achieve transformation. So be bold. Be clear. Be inspiring.

Remember, small energy attracts small decisions. Big energy attracts big deals.

Conclusion

There’s far more control in a sales call than most people realize—and it starts with you.

Remind yourself of these three truths before your next conversation:

• You are the expert.
• You don’t need this.
• Go big.

Own these and watch what happens. You’ll close more deals, feel less stress, and build deeper, more aligned client relationships. You’ve got this.

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